Why tell the truth? Don’t some people need to bend the truth to sell an idea or a product?
To sell you need to tell the truth. To trust, credibility needs to be established. It needs to be clear that the person selling is someone who will tell you the truth. Otherwise it is manipulation.
Selling is persuasion. Sometimes it can be to buy something. Selling can also be about making a decision, take action or accept an idea. When you been effectively “sold” you are ready to make a decision.
An effective sales person tells the truth. I am more likely to buy something if I believe I am being told the truth. I will even spend more money with someone I believe is truthful than from someone who has not yet established their credibility.
An effective way to sell is to give up trying to sell. Give up trying to win over your client with all the reasons they should buy. Stop trying to point out the advantages and bells-and-whistles of your product.
Instead, find out what your client is looking for. What do they need? What are they trying to do? Then help them find their best solution. Sometimes it will be your product. Sometimes it will be someone else. Sometimes it will be to buy nothing at all or they already have a solution they can use.
“Anyone who doesn’t take truth seriously in small matters cannot be trusted in large ones either.”
- Albert Einstein
You can make a bigger sale from not selling anything at all. When someone needs something in the future, who are they going to call? They are going to call you, the person they trust. The humility of not forcing a sale when there may not be a fit will exponentially establish and grow your credibility.
When have you been sold by someone you didn’t trust?